Profile Summary
• Experienced Country Manager and Business Development Director with a proven history of delivering sustained growth seeks a new opportunity to demonstrate his skills and add value to a forward-thinking organisation.
• Proven financial acumen. Able to accept full P&L accountability, while developing and implementing comprehensive business strategies in a very competitive market sector.
• A strong track record of winning new business and maximising revenue from existing accounts, meeting and exceeding competitive sales and performance targets resulting in long-term growth.
• Proven construction knowledge and excellent project management.
• Proven expertise in structured steel with an excellent understanding of the Oil & Gas and Petrochemical industries across Gulf Cooperation Council (GCC) countries.
• A team player as well as a team leader. Able to manage, motivate and inspire colleagues to enable them to achieve individual and team goals.
• Excellent communication skills. Able to build strong relationships with colleagues, clients and partners to promote a positive working environment where all parties are able to achieve their goals. Speaks fluent Arabic and English.
• Willing and able to relocate and travel as needed.
Key Areas of Expertise
• Country Management
• Construction
• Engineering
• Steel Structures
• Profit & Loss (P&L) Accountability
• Oil & Gas
• Petrochemical
• Marketing
• Sales
• Team Management
• Client Relationship Management (CRM)
• Negotiation
• New Business Development
• Project Management
Education and Professional Training
National University, San Diego CA, USA
Bachelor of Science (BSc), Manufacturing Engineering
Courses:
• Finance for Non-Finance Managers
• Leadership Skills
• Human Engineering
• Negotiation Skills
• Developing Markets
• Strategic Management
• Crestcom International – Leadership Training
• Microsoft Word, Excel
Professional Work Experience
2013 – present
Mabani Steel (part of Al Rajhi Holdings), Jeddah, KSA – Leading designer, fabricator and erector of steel structures & pre-engineered steel buildings (PEBs).
Country Manager (KSA)
• Accountable for P&L definition and management for the territory, reporting to President based in, UAE. Agree and manage annual budgets, coordinate business plan, and manage sales and performance targets.
• Managed three offices in KSA, in Jeddah, Riyadh and Khobar.
• Responsible for establishing and monitoring sales & marketing strategies that are able to provide a comprehensive service to engineering, procurement and construction (EPC) contractors and end users.
• Lead the project management team and coordinate local projects to ensure they are delivered on time and on budget, and that all client expectations are met.
• Hired to develop a new business unit in KSA, focusing on expanding existing accounts and developing new business across the country. Responsible for managing operations, developing business and increasing profitability in the country.
• Recruited a new sales team, including Area Managers. Responsible for managing and motivating the team to enable them to meet and exceed competitive sales and performance targets.
• Network effectively with key clients to develop positive relationships for long-term business development.
• Constantly exploring new opportunities to access new markets and expand company’s scope of operation in order to further develop new business.
Achievements:
• Increase in Sales Revenue which resulted in growth in Gross Margin
• Successfully negotiated the largest contract in company history, Aircraft Maintenance Hangers for Saudi Airlines at Jeddah airport. The contractor is TAL JV (TAV Construction, Al Arrab contracting and Habtoor Leighton Group.
• Hire and set up local construction management team.
• Lead and guided the team to successfully Aramco Sabic and Saudi Electricity Company, High Commission for the Development of Arriyadh and Jeddah Development& Urban Regeneration Co. approval as steel manufacturing.
• Delivered agreement to act as local agent for major Korean company. Signing the 1st project with Samsung serving Riyadh Metro Project.
2004 –2012
Arabian International Co. for Steel Structures (AIC), Jeddah, KSA – Leading designer, fabricator and erector of structural steel and towers, member of the Attieh Group
Business Development Director (Sales, Marketing & Estimation)
• Recruited to expand existing business and develop new business across the country and promote long-term sustainable growth, with full P&L accountability. Worked closely with senior management team to ensure all activities were in line with company business goals and objectives.
• Defined business objectives to set competitive yet achievable targets. Developed a comprehensive business plan and sales strategy for the Structure Steel division to achieve sales and pricing targets and establish significant market share.
• Targeted to develop strong partner relationships with EPCs for upstream and downstream projects in the region. Successfully established wide-ranging network of key decision-makers across the region and beyond.
• Managed the sales team. Responsible for motivating the team and setting competitive targets. Assigned Sales Engineers to specific projects to help develop strong relationships with clients.
• Managed the Estimators to ensure that they were able to deliver accurate and well-structured estimates that were capable of winning profitable business.
• Coordinated and participated in negotiations with major clients to help win business.
• Developed sales & marketing strategies to identify opportunities for expansion with existing and new clients, as well as investigations into new market sectors. This included expanding sphere of operation to establish new export business, accessing clients in North America and Europe.
• Worked with senior management team to develop and implement standardised departmental policies and operating procedures to ensure a consistent approach in line with corporate values and government regulations. Adopted and promoted industry best practice at all times.
• Worked with marketing team to increase brand awareness with leading international EPC contractors.
Achievements:
• Successfully delivered over 100 major projects worth US$5bn.
• Developed strong relationships with clients in the Oil & Gas and Petrochemical industries across the region, including Saudi Aramco, SABIC, MA’ADEN and ADNOC. Through this gained a good understanding of oil, gas, petrochemical and hydrocarbon projects.
• Increased sales turnover by 39% in year 2006 which exceeded the target.
• Worked closely with existing clients to increase customer satisfaction and win repeat business from EPCs.
• Established regional office in Abu Dhabi. Helped them to deliver sustainable profits within 18 months.
• Successfully reduced staff turnover and increased size of sales team to allow the team to further develop new business.
2000 –2004
Swiss Quality Food Trading Co. Ltd, Jeddah, KSA -Exclusive importer of Hero products in Saudi Arabia and GCC countries
Marketing Manager (GCC)
• Hired by a new start-up company to develop marketing objectives and strategies for imported Hero brand baby food & nutritional products across GCC countries.
• Conducted market research to develop an understanding of customers, products and market environments.
• Coordinated with Area Sales Managers to develop accurate sales forecasts by brand and region, and a comprehensive pricing strategy.
• Appraised competitor activities to develop and control a new product development program to safeguard the future success of Hero brands.
Achievements:
• Achieved a 15% market share in GCC during 1st year of company operation.
